In this section taken from the archives of the Journal of insurance, Jim Ruta offer a way to approach a potential client so that he wants to listen.
Question: I never know what to answer when people ask me what I do for a living. What do you recommend so that I seem sure of myself and that people want to listen to me?
You are not alone. A salesperson should have no problem answering this question, but most advisors freeze or stutter when they hear it. When we just ask them what they do for a living. Panic sets in immediately. Usually the answer is muttered without assurance. It’s not a pretty sight.
In fact, these are often questions that come to mind, not answers. “Should I be direct? Say things as they are? Something clever? Well thought out? At what point? What’s the best thing to say?” Panic and confusion.
All this thinking takes time. However, the longer the response is delayed, the less interesting it is. This failure is a missed opportunity to express our passion. We only had one chance to make a first impression, and now it’s gone.
There is one thing that everyone can practice. It’s a fair, well-thought-out and interesting answer that shows your passion and concern for helping others. It is an answer that identifies you as the person to speak in your field. This simple trick works for anyone. I used it myself. You can do it too.
So when someone asks you what you do for a living, answer this: “I like to help people. I like to help people to go from ordinary to extraordinary. From ordinary people, who do not care about their financial security and enjoy the peace of mind they deserve, to exceptional people, who have the situation in hand and sleep well.”
It’s an idea that I like: from the ordinary to the exceptional. You can change the explanation according to your services.
So you could say that ordinary people are those who do not have a plan to ensure that they achieve their personal and professional financial goals, and exceptional people are those who have everything planned and are on the right track.
If you are in the investment business, you may say that ordinary people do not accumulate wealth or have a retirement strategy (and their financial future is uncertain), while exceptional people have a good investment plan that it will allow them to get their investment. goals and have peace of mind.
And if you are recruiting for a financial services company, you can say that you help ordinary people, who do not like their work and who have limited financial potential, grow into great people who love what they do. a bright future ahead of them. There are many other examples.
Here is another version: “I like to help people. I like to help millennials transition from the majority to the minority. From the majority, who did not start investing in advance and lack a huge financial benefit (composed of interest), to the minority, who enjoy their young age knowing that they are having a leader.” From the majority to the minority… This is an image that will speak volumes to your potential client. He will say himself that may be part of the elite.
I don’t know a better answer.